• Plan and develop strong relationships and TORK competencies with distribution partners. • Deliver clear communication, following Essity Commercial Planning directives and overall BU directives, to ensure targets are met regarding distribution partner satisfaction, retention, and profitable growth. • Negotiate with distribution partners in sales region. • Create and execute against joint distribution business plans. • Review progress to plan with distribution regularly. • Translate sales plans into sales activities by customer/account, according to Sales Manager and Commercial Planning guidelines. • Monitor and adjust sales activities on regular basis to meet business objectives. • Build strong distribution partnerships to execute against goals. • Provide hygienic solutions to distribution partners and end customers to contribute to profitable growth targets. • Ensure that DSRs have outstanding knowledge and understanding of Essity products and hygiene solutions. • Actively engage with segment sales to drive end customer wins. • Deliver on agreed upon sales targets and sales KPIs with designated distribution partners. • Responsible for day-to-day business matters and customer inquiries. • Position TORK as the partner of choice and preferred brand with distribution partners in sales region. • Continuously build market knowledge of industry and competition. • Develop and manage individual pipeline through effective use of CRM. • Build competency with Essity tools (CRM, CPQ, Seismic, Farsight, PowerBI, etc.).

• Identify and develop the full sales potential for Antivibration Technology within your assigned international key accounts • Build, maintain and continuously expand strategic customer relationships across countries, customer platforms and decision-making levels • Take full responsibility for the development of defined international key accounts in line with the Antivibration Group strategy • Create and implement clear account plans to grow sales across the customer organization, including stakeholder mapping, decision processes, sales targets and annual customer planning • Lead discussions with key decision makers, identify new business opportunities and drive sales processes from proposal through contract negotiation • Organize customer workshops, C-level meetings and engineering events to strengthen partnerships and unlock additional business potential • Coordinate internal resources across engineering, internal sales, senior engineering and competence teams to deliver customer-focused solutions • Provide market input, identify trends and contribute to product portfolio development within Antivibration Technology

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly, and quarterly revenues for the assigned account set and overall territory. • Meet or exceed the required number of face-to-face meetings each month with customers and partners in the territory to identify new opportunities and grow existing opportunities. • Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts, and recognition. • Create and track sales opportunities (leads, renewals, deal registrations, and quotes in Salesforce.com). • Address any customer satisfaction issues and/or requests in a timely manner. • Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers. • Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment. • Follow up on inbound, web, and corporate event leads. • Accept inbound and perform outbound prospecting activities to identify new sales opportunities. • Meet and exceed the sales activity metrics designed to make you productive and successful. • Lead customer presentations and demos via online tools (GO TO MEETING). • Perform ongoing analysis and report on opportunities that are supported. • Act as a liaison between partners, customers, and appropriate Fortinet team members. • Perform other duties and projects, as assigned to support the growth of our business. • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values.

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues • Meet or exceed the required number of face-to-face meetings each month with customers and partners • Create and track sales opportunities in Salesforce.com • Address any customer satisfaction issues in a timely manner • Drive sales cycles to close while establishing relationships and credibility • Work closely with Channel Account Manager and reseller partners • Follow up on inbound and perform outbound prospecting activities • Meet and exceed the sales activity metrics • Lead customer presentation and demos via online tools • Perform ongoing analysis and report on supported opportunities • Act as a liaison between partner, customers, and Fortinet team members